5. Offer a free newsletter. Subscribers that have been with me for a while often go on to buy one of things I am offering. They have been receiving quality information through a newsletter and now feel more comfortable to part with their money.

6. Use autoresponders. I use them regularly to give away free email courses and free articles. I find that people that receive my information via autoresponder often go on to buy.

7. Being helpful. If anyone emails me for help I always go extra mile to help them as much as possible. I try to answer all their questions and I do not sell to them. Interestingly they often go on to become buyers as well.

If you are looking to increase sales of products you sell or products you resell through affiliate programs then try some of these techniques that I use. They work!

I knew things were going downhill, but couldn’t do anything to stop them. I was only there to observe. At last, killer question emerged: “How much does it cost?”

The sales rep, trying to deflect it, explained that a full assessment was needed to configure system properly. He suggested that as next step, but damage was already done.

“You’d be wasting your time,” buyer said. “There’s no way we can spend that kind of money right now. Besides, it can’t ...” He proceeded to pick apart some minor detail about system.

The sales rep looked puzzled, not understanding why this qualified buyer would so quickly reject new product - especially when it had such a financially attractive value proposition. He was never able to get meeting back on track. We left with no follow-up planned.

You know what problem was?

It was that darn brochure! By bringing it out so early, sales rep lost control of sale process. He didn’t uncover any problems, difficulties or dissatisfaction with current system. He didn’t explore any business ramifications or find any pay-offs for making a change. No wonder buyer said it was too expensive.

Worse thing is, sales rep dug his own grave; everything that happened was totally preventable.

LESSONS LEARNED

1. The untimely use of brochures and other marketing collateral quickly derails even best sales efforts with highly qualified prospects.

2. If your sales process requires multiple calls and involves a variety of decision makers, keep your new product or service brochures in car on first call.

3. Use early sales calls to focus on customer, their goals, processes, challenges, issues, bottlenecks and needs.

4. Save your brochures till later - you may never even need to use them!

Jill Konrath, President of Selling to Big Companies, helps small businesses win big contracts in corporate market.

For free articles on getting your foot in door and developing profitable long-term relationships, sign up for Quantum Leaps Selling, our FREE eNewsletter. Take your business to next level. Go to http://www.SellingtoBigCompanies.com .